Director, Upscale Revenue Management

Choice Hotels International; Washington, Baltimore (District of Columbia, MD); On-site; USD 164,000 - 192,000; Full time

Benefits offered by this job

Health benefits

Paid time off

Hotel discounts

Job summary

Choice Hotels International is seeking a Director, Revenue Management for Upscale Brands to lead a multi-layer team and optimize revenue across the ChoiceROCS program. The role focuses on readiness, performance, and adoption while partnering with franchises to maximize commercial outcomes.

Leadership of two regional managers and ~20 revenue managers requires strong change management, stakeholder engagement, and a track record of profitability improvements in a matrix organization.

Qualifications

• Proven experience leading revenue optimization or similar teams.
• Strong communication and stakeholder management capabilities.
• Experience driving organizational change across processes, people and technology.

Responsibilities

• Lead and develop a team of revenue management professionals across Upscale Brands.
• Collaborate on pricing strategies and service delivery to drive revenue growth.
• Define KPIs, monitor performance, and prepare leadership reports.

Skills

Team leadership

Advanced MS Office

Education

4-year degree

Job description

JOB SUMMARY

The Director, Revenue Management - Upscale Brands plays a pivotal role in overseeing and optimizing revenue-related functions across the Upscale segment and ChoiceROCS Program. The purpose of this role is to plan, coordinate, and manage the activities related to Upscale Brands business readiness, property performance, education, and adoption across ChoiceROCS. This role leads a team of two Regional Managers, who in turn lead a team of approximately 20 Revenue Managers across the Upscale Brands portfolio, and is responsible for driving hotel performance while ensuring the team are set up to effectively support our franchisees and their commercial revenue success.

Note: This role is not eligible for visa sponsorship now or in the future.

RESPONSIBILITIES

• Team Leadership & Development: Lead and manage a team of revenue optimization professionals, ensuring effective communication, goal setting, and performance management. Provide training and guidance to the two direct-report Regional Managers and their teams of Revenue Managers to enhance their skills and capabilities in revenue management practices.
• Change Management: Develop effective and appropriate change interventions and deliverables in conjunction with the segment and program team, including communication plans, training and engagement materials, resource and training needs analysis.
• Service Optimization: Collaborate with Commercial and other stakeholders across the business (Global Sales, Marketing, Loyalty, Operations) to enhance service delivery, pricing strategies, and customer experience in ways that drive revenue growth. Drive stakeholder engagement and management to support project and program delivery, and support stakeholders in adopting new changes.
• Process Improvement & Business Readiness: Implement and refine revenue optimization processes, systems, and policies to increase efficiency, streamline operations, and maximize profitability. Ensure all Upscale Brands ChoiceROCS colleagues are ready to use, support, adopt, and exploit new technology and processes from release through to evolution.
• Performance Metrics: Establish key performance indicators (KPIs) to track and evaluate the success of revenue management strategies, providing regular reports to department leaders. Monitor the portfolio and identify gaps in achieving targets and Commercial Plan goals, creating action plans to support eliminating the gaps.
• Franchisee Focus: Maintain a customer-centric approach in revenue strategies, ensuring revenue initiatives align with franchisee needs and expectations. Support Prominent Clients and Choice partners and manage escalation requests.

QUALIFICATIONS

Employment Experience

• Proven experience in driving revenue growth while maintaining a focus on operational excellence and customer satisfaction.
• Experience in developing and leading a team of professionals.
• Experience in delivering organizational change involving changes to people, processes, technology, structure, behavior, and new ways of working.
• Experience in stakeholder management with a diverse range of stakeholders, overcoming resistance to change and demonstrating the ability to gain trust and understand the issues that matter to people most.
• Proven experience in navigating complex business landscapes within a matrix organization.
• Considerable knowledge of the change management challenges associated with implementing continuous change in a fast-moving organization.
• 5+ years of progressive leadership experience.

Technical Skills

• Advanced use of Microsoft tools including Word, Excel, and PowerPoint.

Additional Skills & Competencies

• Excellent written and verbal communication skills.
• Detail oriented.
• Ability to travel (15% of the time).

Education Requirements

• 4-Year Degree Required or equivalent experience.

Salary Range

The salary range for this position is $163,544 -$192,405. In addition to the annual salary, this role is eligible for an annual bonus based on the terms of Choice's Management Incentive Plan (MIP).

Benefits

Choice prioritizes our associate wellbeing by offering a comprehensive benefits program that is both competitive and flexible to help you achieve your wellbeing goals - here are just a few:

• Competitive compensation and benefits, including medical, dental, and vision coverage
• Leave and paid time-off for holidays, vacation, personal, family, volunteer, sick, jury duty, bereavement, military, and religious observance
• Financial benefits for retirement and health savings
• Employee recognition programs
• Discounts at Choice hotels worldwide

About Choice

Choice Hotels International, Inc. (NYSE: CHH), is one of the largest lodging franchisors in the world. With 7,500 hotels in 45+ countries and territories, we offer a range of high-quality lodging options in the upper upscale, upper midscale, midscale, extended stay, and economy segments. We’re the hotel company for those who choose to bet on themselves — the striver, the dreamer, the entrepreneur — because that’s who we are, too.

At Choice, we are united by the simple belief that tomorrow will be even better than today — for associates, our company, and our franchisees. At our worldwide corporate headquarters in North Bethesda, Maryland, at our technology center in Scottsdale, Arizona, and through our associates around the globe, every voice is heard and every idea is listened to, no matter what area of the company they come from. We are united in supporting the entrepreneurial dreams of our thousands of franchise owners, which propels us forward — giving our work at Choice a purpose larger than our business.

Our corporate office locations

North Bethesda, MD

— Located at Pike & Rose, our worldwide headquarters is less than 15 miles from Washington, D.C., one block away from the North Bethesda Metro station, with easy access to I-495, complimentary parking, electronic charging stations, restaurants and retail.

Scottsdale, AZ

— Located at the northwest corner of Loop 101, the Scottsdale office is home to our technology, eCommerce and customer service organizations, with easy access to complimentary parking, electronic charging stations, restaurants and retail.

Minneapolis, MN

— Select roles are based in our Minneapolis office on Highway 394, near the intersection with Highway 100, only five minutes from downtown.

Field/Remote

— Select roles designated as field/remote will require associates to work from a home office, connecting virtually with Choice team members and leadership on Zoom, with possible required travel depending on the role.

Choice’s Cultural Values

Welcome and Respect Everyone | Be Bold | Be Quick | Listen | Be Curious | Show Integrity

Choice’s Leadership Principles

Act with Intention | Lead with Authenticity | Grow & Deliver